Sunday Sales Spark: Don’t Go it Alone

June 8, 2025 | Government, Sunday Sales Spark

Salespeople who work for large companies often have something built-in that many small business owners don’t: a sense of community, accountability, and a constant sharpening of their skills. Now, whether or not salespeople take advantage of it is a completely different topic.

They’ve got sales managers. Teams. Pipeline reviews every Monday morning. Weekly sales meetings. Quarterly business reviews. National sales meetings. The machine keeps them moving.

But when you’re the owner of a small business, and sales sit squarely on your shoulders, it’s a different world.

You’re out there like it’s the Wild West.

I know. That’s exactly where I started. And I stayed there far longer than I should have. Years, honestly.

What changed for me? It wasn’t a new tool, a new CRM, or promise by a company to give me thousands of qualified leads for free…..

It was finding the right community.

You need people to bounce ideas off of. You need accountability — someone you can say to: “I’ll have this done by next Friday.” And know they’ll check back in.

I’m not talking about client deliverables. Those have a built-in accountability structure. If you don’t do the work, you don’t get paid. Simple.

I’m talking about all the business development work that gets pushed aside:

• Making prospecting calls
• Following up with contracting officers
• Cleaning up your CRM
• Updating your pipeline
• Building past performance files

These are the things that keep your federal sales engine running. But because nobody’s watching, they easily slip to the bottom of the pile.

Now let’s talk about sharpening the saw, as Stephen Covey calls it.

Sharpening the saw is learning how to do what you do even better.

• Learning how to use a research tool more effectively.
• Getting certified in something that makes you more valuable.
• Taking a class that gives you better pricing strategies.
• Sitting in a room with others who are chasing the same market, hearing what’s working for them.

The right community gives you all of this.

So ask yourself:

• What would your pipeline look like with real accountability?
• What could you accomplish if you consistently sharpened your saw?

You don’t have to do this alone. But you do have to decide to stop doing it alone.

If you want help building that kind of community, accountability and building your skills, here are two ways to get started:

• Subscribe to The Government Sales Game Plan Newsletter :Subscribers get access to our top strategy tools to sharpen your skills: https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter
• Join our Advisor Group Coaching Program: Weekly sessions, real community, real real training resources: https://federal-access.com/richearnest/

If you like what you see in this article and are ready to get to work on increasing your product sales margins, click here to schedule a call with me. Let’s put together a plan that works

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